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Social selling is not just a channel but a whole sales methodology. Sales methods are evolving; the vast majority of buyers (business or consumers) are socially engaged and informed. The sales team must be too. They need to use social selling as a leverage for sales success. Read More

First, apologies to Geoffrey Moore and his seminal book Crossing The Chasm.

Several of my recent posts have stimulated discussions about the chasm between our Selling Process and our s’ Buying Processes. I’ve gotten a lot of questions about, ‘Shouldn’t we be focusing on their buying process,” “ Read More

Goals are not strategies and strategies are not goals. Having coached 118 entrepreneurs over the last 18 months, I have found that there are 3 types of business owners.
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